Lead Tracking 101
Lead Tracking is the process of tracking the sales stages and follow up activities with prospects, both manual and automated, in order to convert the prospect to the customer. Unless a lead is tracked properly, effective lead conversion strategies cannot be implemented.
Lead Tracking Software
Automated sales lead tracking software such as LeadPro247 helps to streamline the process, nurture leads with triggered drip email messages, automated survey invitations, record certain followup activities such as email opens / clicks, telephone calls, etc. However lead tracking is much more than automation; the sales agent / team involved should proactively record the activities and followup tasks and make actions necessary to move the prospect toward the closing of the sale.
Features of Lead Tracking Software
Though the software is generally called as Lead Tracking Software, the tool does much more than lead tracking. Functions such as lead capture, lead distribution / lead assignment / lead routing, drip email campaigns, and lead analysis reporting are included in the lead tracking solution. Lead Management Software could be the right terminology to represent the lead tracking software systems. Most lead management software systems include the following functions and features:
- Lead capture from various sources (both automated and manual)
- Deduping and marking leads
- Sales Organization and Territory Maintenance
- Lead Distribution / Lead Routing / Lead Assignment (used in interchanged fashion)
- Automated email messages to the Prospects (aka drip email campaign messages or Lead Nurturing process)
- Automated alerts to internal sales reps / field sales force agents
- Automated survey invitations and response collection via online surveys
- Click to call Dialing, call recording
- Manual Follow-up Activities / Notes entry
- Sales Stage progress tracking
- Lead Analysis with charts
Lead Follow Up Tracking
Lead Tracking includes capturing and recording of the following activities:
- Lead capture source and date / time (automated)
- Lead Assignment to sales agent (automated or manual)
- Email Messages to sent to the Prospect (both automated and manual)
- Email Alerts sent to the sales reps / managers (automated)
- Calls dialed via the system
- Call made manually (outside of the system)
- Calls received from the prospects
- Emails exchanged (outside of the system)
- Call recordings (by the system)
- Survey invitations sent (within the system)
- Surveys responded to by the prospect
- Notes taken by the reps during calls
- Notes entered during / after personal visits
- Tasks / Activities reminders
